Sales Representative Departures and Customer Reassignment Strategies in Business-to-Business Markets. (Record no. 48349)
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| 000 -LEADER | |
|---|---|
| fixed length control field | nam a22 4500 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | OSt |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20170925190859.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 170925b xxu||||| |||| 00| 0 eng d |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Shi, Huanhuan |
| 9 (RLIN) | 27606 |
| 245 ## - TITLE STATEMENT | |
| Title | Sales Representative Departures and Customer Reassignment Strategies in Business-to-Business Markets. |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | 25-44 p. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc | Huanhuan Shi, Shrihari Sridhar, Rajdeep Grewal, & Gary Lilien<br/>Sales Representative Departures and<br/>Customer Reassignment Strategies in<br/>Business-to-Business Markets<br/>When a sales representative (rep) leaves a business-to-business<br/>fi<br/>rm, a crucial link with the rep<br/>’<br/>s customers becomes<br/>severed. The<br/>fi<br/>rm reassigns those customers to different sales reps (either existing reps or new hires) in a manner that<br/>mitigates potential sales losses. What causal effect do sales rep departures have on customer-level revenue, and<br/>which sales rep replacement strategies are more effective? Using data from a<br/>Fortune<br/>500<br/>fi<br/>rm and a difference-in-<br/>differences analysis with correction for selection bias, the authors show that sales rep transitions lead to 13.2%<br/>–<br/>17.6%<br/>losses in annual sales. New hires are less effective than existing sales reps in mitigating sales losses. Existing sales<br/>reps who are similar (vs. dissimilar) to the departing reps (in terms of past industry experience) are more effective in<br/>mitigating sales losses; however, reps with high past performance do not exhibit greater ef<br/>fi<br/>cacy for mitigating sales<br/>losses than reps with average or low past performance. The analysis presents means to quantify the economic<br/>consequences of losing a sales rep and to determine how to reassign customers to sales reps according to the<br/>resulting economic impact |
| 653 ## - INDEX TERM--UNCONTROLLED | |
| Uncontrolled term | Business-to-business marketing, |
| Uncontrolled term | Customer assignment strategies |
| Uncontrolled term | Causal inference |
| Uncontrolled term | difference-in- differences |
| Uncontrolled term | sales representative departures |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Sridhar, Shrihari |
| 9 (RLIN) | 27607 |
| Personal name | Grewal, Rajdeep |
| 9 (RLIN) | 27608 |
| Personal name | Lilien, Gary |
| 9 (RLIN) | 27609 |
| 773 0# - HOST ITEM ENTRY | |
| Host Biblionumber | 29537 |
| Host Itemnumber | 65586 |
| Main entry heading | FRAZIER GARY L. |
| Other item identifier | 5557519 |
| Title | JOURNAL OF MARKETING |
| International Standard Serial Number | 0022-2429 |
| 856 ## - ELECTRONIC LOCATION AND ACCESS | |
| Materials specified | Volume 81, Number 2 March 2017 |
| Uniform Resource Identifier | http://web.b.ebscohost.com/ehost/detail/detail?vid=1&sid=5360b1f1-6965-49c3-8586-35a2a2b960cc%40sessionmgr4008&bdata=JnNpdGU9ZWhvc3QtbGl2ZQ%3d%3d#AN=122682369&db=bsh |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Dewey Decimal Classification |
| Koha item type | Journal Article |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Home library | Current library | Date acquired | Total Checkouts | Full call number | Barcode | Date last seen | Price effective from |
|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Dewey Decimal Classification | Main Library | Main Library | 25/09/2017 | Vol 81, No 2\ 5557519JA3 | 5557519JA3 | 25/09/2017 | 25/09/2017 |